The knowledge to customers segment-related gradually expands customer relation management is an adequate method for the visualization of differentiation characteristics in the competition and helps to increase customer loyalty. Knowledge to customers will be advanced with the result that more actions are developed purposefully and fruitful successively. Knowledge discovery: in this phase it comes primarily to implement analytical procedure for identification of the target customer, customer segmentation, prediction – or Scoringmodellen-building. Developing market plans: dedicated product / market combinations of various target groups and various channels are addressed in the planning phase. Execution and monitoring of action plans: here the planned strategies for acquiring new customers or customer loyalty be executed, observed in their effect and controlled by accompanying measures. Analysis and refinement of the procedure/instruments: here is the analysis of the feedback and the adaptation of the ranges of the different Target groups. Iteratively, so the knowledge to generate successful strategies is enlarged with the aim to exploit profitable potential.

A wide range of other measures in the concept of the intellectual is treated with Becker, Jorg: intellectual and business planning, ISBN 9783837075649. The task of segmenting is the education of target groups with a largely homogeneous problem landscape, largely homogeneous benefit performances, resolution heterogeneous customer structures i.e. separation of the market in homogeneous customer groups. The primary objective for the segmentation is: with customized concepts for the company attractive potential conquer, by combining a uniform sales and performance program for specially defined and delineated business planning areas make more transparent and more controllable. While the macro segmentation applied a strategically relevant selection of the market section (target group) to be processed, which target people within the sets using micro segmentation, previously defined target groups to be addressed.

Markets are not monolithic blocks, but consist of a multitude of separate segments. It’s that a company in its own market segments has enough resources and potential, to be successful. A wide range of other measures in the concept of the intellectual is treated with Becker, Jorg: intellectual and business planning, ISBN 9783837075649. are adjacent and enhancing topics including: relationship factors, purchasing power analysis, key account management, customer assessment, customer relationship, customer loyalty, market attractiveness, risk management, segment analysis, sensitivity into account, sales controlling including Jorg Becker